LinkedIn is a lead generation goldmine with over 750 million users. This vast user base includes a large number of decision makers you could find and engage with to ultimately generate B2B sales.
If you are in sales, you know what role prospecting plays in the sales process. It is just as important in social selling which is about nurturing the right relationships. This kickstarts the entire social selling process and makes cold outreach (which comes later) relatively easy and more effective. The math is simple: the more prospects you generate, the more chances to close a sale you have, as every prospect equals an opportunity.
All you need are these three key steps for LinkedIn sales prospecting:
Step 1: Revisit your buyer personas to find out exactly who you want to reach.
Flesh out as many details of your ideal prospect as possible. The more focused this is, the easier it will be to reach out to them. At this point, it is instrumental to also think in the “problem-solution way”, i.e. identify what pain points your ideal customers may have and how does your product solve them?
Step 2: Use LinkedIn filters or LinkedIn Sales Navigator to look for them.
This allows you to conduct hyper-targeted searches including job title, seniority level, industry, and more that are related to your ideal customer persona. You can even save up to three LinkedIn people searches and LinkedIn will email you weekly with new prospects who meet your search criteria.
Step 3: Follow them to learn more about them and build a connection.
Now that you have found your ideal prospects, hit that follow button and learn more about what they do. Become familiar with their LinkedIn company page and website. Learn about what they offer on their LinkedIn company page and how they are positioning themselves. You can also look at what you may already have in common. For example, use the “2nd Degree” search function to find those with whom you share a connection, or take a look at their LinkedIn groups and find one in which you are both members.
Once you have identified your prospects, learnt more about them, and engaged with their content, you may send them a personalised message using that connection. As there is some familiarity at this point, they may be likely to respond positively to any prospecting messages you send to them.